Top 100 VAR by Accounting Today

30 accounting today | August 2013 VAR100 accountingtoday.com

VAR 100 are showing cloud accounting and ERP products, VAR 100: More tools in the box with more on the way for next year (see chart). For many, though, cloud means more than just product or They’re adding new products, services to better serve customers technology, but longer-term service-based offerings. Man- aged services is one area being explored by a number of top BY seTh fineBerg VARs, including St. John’s, Newfoundland-based Sage partner Atlantic DataSystems. “Our customers are very attracted to There can be no doubt that many of this year’s top accounting and ERP value-added our managed services and the potential to get more for their resellers benefited from an improved economy, but adding niche-focused services IT expenditure by outsourcing their desktop and server support,” said vice president Derek Sullivan. “We have also seen and software and even new product lines helped keep them at the top and prepare emerging demand for cloud solutions and are helping clients them for the future. understand where these technologies fit in their mix.” Partnering with other firms, both within their “traditional” The majority of this year’s VAR 100 either began to see the ics NAV and AX, and is seeing the benefits from its expansion channel and outside, has also become a growing trend as part- benefits of products and services that they added within the into the food, agriculture, high-tech businesses, made-to- ner margins are shrinking, and the need for services, or some- past couple of years, or were making plans to dig deeper into order manufacturing, and service industries. This move has times access to products VARS don’t offer, is on the rise. niches where they see potential in the years to come. created the firm’s “highest-ever customer adds and service McLean, Va.-based Dynamics and Intacct partner SSI Con- As they do each year, ac- hours in company history,” accord- sulting is one of many that are looking to other partners to quisitions also helped bolster ing to SCS head Helen Russell. better serve their client base. “Microsoft SL has been a great revenues in a number of cases into tHe Cloud fit for project-driven firms in the Washington, D.C., and Bal- — most notable in 2012 were TOOLS MATTER timore metro areas and continues to be a significant positive UXC Eclipse, which bought Members of the VAR 100 carrying Other firms are adding directly to contribution to our growth, but the Microsoft partner program Cole Systems; InterDyn BMI cloud accounting/ERP products their software line, which include has significantly reduced our margins and caused us to revise merging with InterDyn CFO; cloud and on-premises products. the way we sell software,” said firm president Bill Aiton. “We BAASS Business Solutions ac- 45 Specifically, those top firms that did also are looking at partnering with other technology firms to quiring CA-Plus Inc. (and it 40 so one to two years ago are starting share the fixed costs of being in this market.” has since merged with Deltek 35 to see some positive results. The growth of Master VAR programs and other, non-vendor- and Sage partners Equation Less than two years ago, Dynam- sanctioned partner programs is helping to meet the demands 30 Technologies and Axis Global ics GP and Sage 500 ERP partner of firms that require more than they currently offer on their Partners); SWK Technologies 25 BCG Systems added NetSuite to its own. One example that emerged over the past year came acquiring the Sage business 20 product offerings, and the Akron, from top Sage partner Net@Work, which formed its Alliance of Hightower; and Eide Bailly 15 Ohio-based firm has found it to be Program last summer. It is geared toward VARs from all chan- entering the VAR 100 due to 10 one of its more successful areas of nels and even accounting firms and other professional service the firm’s purchase of Schmitt, 5 growth. President Mark Goodman firms looking to partner with the firm, share resources and Griffiths, Smith & Co. — own- admits that it took time and invest- possibly align for a future merger or acquisition. “In years 0 ers of Sage and SAP resellers 2010 2011 2012 2013 ment to get this practice up and run- past, we focused deal by deal — now we focus on the relation- SGS Technology Group. ning, but the firm was able to secure ship with our Alliance Partners,” said co-president Alex Solo- dedicated staff and identify the right mon. “Instead of just supporting the end user, it’s supporting RICHES IN NICHES customers. He stressed that having the end user and the partner. This is our future.”AT Ultimately, though, the factor “more tools” at the firm’s disposal that had the greatest impact on this year’s crop of top resell- has been the greatest advantage. ers was the addition of software or services. This isn’t to say “With NetSuite we were able to do some good deals; it took VARS to WAtCH that other basic factors weren’t at play, like staff and client time, but two were sizable. Part of picking up a new product is retention, expansion of offices, enhanced marketing, and realizing where problems are and the realization on products 1. Merit Solutions / Chicago (Dynamics GP, AX) “pent-up” demand finally coming to fruition. But it was de- is not going to be at the same level of an on-premises system,” 2. Isis / Richmond, Va. (Dynamics GP, SL) veloping or adding software and services to better serve a said Goodson. “Our approach isn’t to go out and sell as much 3. NextLevel Information Solutions / Miami particular niche or group of verticals that impacted most of of this as possible; it’s about finding the right clients for it. (Sage 300 ERP/NetSuite) our top consultants. We’re now able to get lots of new business.” 4. Synergy Business Solutions / Portland, Ore. Altico Advisors of Marlborough, Mass., has represented Mi- Sage partner SWK Technologies, which also took on Net- (Dynamics SL; Intacct) crosoft Dynamics GP since its beginning, and more recently is Suite — though more recently than BCG — is seeing the ben- 5. Acuity Business Solutions / Reston, Va. adding to its offerings, but found one of the greatest impacts efits of increased business from Sage X3 ERP, which it added (Deltek Vision, GCS) to its practice over the past year came from “verticalization.” two years ago. “Sage ERP X3 has had the greatest impact on 6. Practical Software Solutions / Concord, N.C. Moreover, the firm experienced a 73 percent increase in its our practice, as our growth has been explosive. We’ve added (Sage 100 ERP, 500, X3, 100 Contractor, 300 reported year-on-year revenue due largely to these additions. staff and we have many projects in various stages of progress,” Construction/RE) “We’ve developed ‘micro-verticals’ within the four major in- said SWK president Jeffrey Roth. “It’s been transformational, 7. Boyer & Associates / Minneapolis dustries we focus on (distribution, manufacturing, software as the high end of the mid-market is quite different (and more (Dynamics GP, SL, AX) development companies, and service organizations),” said demanding) than the bulk of our installed client base.” 8. Strategies Group / Suwanee, Ga. (Sage 300 ERP, marketing director Marcia Nita Doron. 300 Construction/RE, 100 Contractor) The firm is also seeing larger deals due to the addition of a INTO THE CLOUD business process review offering, often as a paid engagement. The cloud continues to grow in importance to top VARs and 9. Paradigm Tech Consulting / Allentown, N.J. Doron claims this adds value and provides an opportunity to their customers, and there are more firms than ever that not (Dynamics GP) showcase the firm’s business and industry expertise. only have cloud products as part of their offerings, but are in 10. Stanley Stuart Yoffee & Hendrix Inc. / Orlando, Another example of niche growth comes from Santa Moni- the business of hosting products and offering cloud services Fla. (Dynamics NAV, SL, GP; Acumatica) ca, Calif.-based SCS Inc., which primarily represents Dynam- to their customers and clients as well. In fact, 42 of the 2013

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The 2013 VAR 100 Revenue Company / Location ($ mns) Offices Staff Top executive(s) Accounting software 1 Tectura1 / Pleasanton, Calif. 220.00 45 1,400 Duane Bell Dynamics GP, SL, NAV, AX 2 Columbus IT Partners2 / Copenhagen 155.00 40 872 Thomas Honore Dynamics NAV, AX 3 Tribridge / Tampa, Fla. 110.00 14 475 Tony DiBenedetto Dynamics GP, SL, NAV, AX 4 McGladrey / Chicago 89.94 75 428 Brian Becker Dynamics GP, SL, AX; Deltek Premier; Intacct; NetSuite 5 UXC Eclipse3 / New York City (U.S. headquarters) 85.00 14 410 David Weiner Dynamics GP, AX 6 Crowe Horwath / Chicago 61.10 28 270 Joe Santucci Dynamics GP, AX 7 Armanino / San Ramon, Calif. 46.00 6 41 Tom Mescall Dynamics GP, AX; Intacct 8 Professional Advantage / Fargo, N.D. (U.S. HQ) 42.00 7 225 Derek Rippingale Dynamics GP, AX; Infor FMS SunSystems 9 Edgewater FullscopeA / Athens, Ala. 33.30 4 90 Russell Smith Dynamics AX 10 Net@Work / New York City 33.00 13 152 A. Solomon / E. Solomon Sage 100 ERP, 300, 500, X3; Fund Accounting 100 11 Sikich / Naperville, Ill. 29.50 9 125 Jeff Rudolph Dynamics GP, NAV, AX 12 Wipfli / Milwaukee 28.00 22 223 Rick Dreher Dynamics GP, AX; Sage 50; Fund Accounting 100; QuickBooks 13 Western ComputerA / Oxnard, Calif. 24.00 14 140 Tom Bardos Dynamics NAV, AX 14 Blytheco / Laguna Hills, Calif. 24.00 8 100 Stephen Blythe Sage 100 ERP, 300, 500, X3; NetSuite 15 ADSS Global / Exton, Pa., and Miami 23.50 52 120 Robert Campbell Sage 100 ERP, 300, X3 16 Sunrise Technologies / Winston Salem, N.C. 23.24 5 120 John Pence Dynamics AX 17 SBS Group / Edison, N.J. 22.00 35 175 James Bowman Dynamics GP, SL, NAV, AX; Acumatica 18 I.B.I.S. Inc. / Peachtree Corners, Ga. 20.01 3 88 Andy Vabulas Dynamics GP, AX 19 Socius / Dublin, Ohio 19.50 21 95 Jeff Geisler Dynamics GP, SL, NAV, AX; Sage 100 ERP, 500; Syspro 20 CliftonLarsenAllen / Minneapolis 19.00 14 80 Gordy Viere Sage 100 ERP, 300; Dynamics GP; Deltek Vision; Intacct 21 Clients First Business Solutions / Holmdel, N.J. 18.40 10 79 Sheldon Kralstein Dynamics AX, NAV; SAP B1; Epicor 9; Sage 100 ERP, 500, X3 22 BKD Technologies / Springfield, Mo. 17.70 31 56 Mike Burlew Dynamics GP, AX; Sage 100 ERP, 500, X3 23 Rand Group / Houston 17.30 2 74 Ron Rand Dynamics GP, NAV, AX 24 InterDyn BMI4 / Minneapolis 16.46 8 87 John Hendrickson Dynamics GP, SL, NAV, AX 25 Broadpoint Technologies / Bethesda, Md. 16.10 2 90 Lee Raesly Dynamics GP, AX 26 SCS Inc. / Santa Monica, Calif. 16.00 4 65 Helen Russell Dynamics NAV, AX 27 Aktion Associates / Toledo, Ohio 15.40 7 95 Scott Irwin Sage 300 Const./RE, 100 Contractor; Deltek Vision; Infor; Intacct 28 Vision33 / Irvine, Calif. 14.64 14 75 Alex Rooney SAP B1, ByD 29 BAASS Business Solutions5 / Toronto 14.50 9 83 Joe Arnone Sage 300 ERP, X3; Deltek; NetSuite 30 NexTec Group Inc. / Seattle 14.14 9 75 Eric Frank Sage 500 ERP, X3; Dynamics GP, SL, AX 31 Aztec Systems, a TAS companyA 6 / Carrollton, Texas 14.04 6 70 Marcelo França Dynamics GP, NAV; Sage 100 ERP 32 SWK Technologies Inc. / Livingston, N.J. 13.17 7 68 Jeff Roth Sage 100 ERP, 500, X3, BusinessWorks; NetSuite 33 Eide Bailly7 / Fargo, N.D. 13.00 6 79 Scott Kost Sage 100 ERP, 500; NetSuite; Intacct; SAP ByD 34 ASiA / Lake Forest, Calif. 12.65 1 25 David Payne Dynamics AX 35 Collins Computing Inc. / Mission Viejo, Calif. 12.20 1 45 Randy Forkner Dynamics AX, GP 36 AKA Enterprise SolutionsA D/ New York City 11.11 1 55 A. Kahn / J. Ades Dynamics GP, AX 37 LBMC Technologies / Nashville, Tenn. 10.70 3 48 Stacy Schuettler Dynamics GP, SL; Intacct 38 Saratoga Technologies Inc. / Johnson City, Tenn. 10.03 3 80 David Temple Dynamics GP 39 Diamond Municipal Solutions / Edmonton, Alberta 9.80 4 50 Ron Begg Dynamics GP 40 Central Consulting Group / Minneapolis 9.50 3 30 Jim Falkanger Deltek Vision; Intacct 41 SIS / Atlanta 9.00 6 40 Steven Mulka Dynamics SL, AX 42 DSD Business Systems / San Diego 7.90 28 75 Doug Deane Sage 50, 100 ERP, 300, 500, BusinessWorks, FAS; NetSuite 43 BCG Systems / Akron, Ohio 7.80 3 33 Mark Goodson Dynamics GP, AX; Sage 500 ERP; NetSuite 44 MIG Group / New York City 7.70 2 34 Eric McGuardian Dynamics GP, SL; NetSuite 45 Crestwood Associates / Mount Prospect, Ill. 7.60 2 40 B. McGuckin /T. Thompson Dynamics GP, SL; Acumatica 46 InterDyn Cargas Systems / Lancaster, Pa. 7.40 2 50 Chip Cargas Dynamics GP; Intacct 47 TM Group / Farmington Hills, Mich. 7.40 2 43 Judy Thomas Dynamics GP, SL, NAV 48 Accordant Co. / Morristown, N.J. 7.30 5 30 Robert Sandelands Sage 100 Contractor, 300 Const./RE 49 SVA ConsultingA / Madison, Wis. 7.11 2 28 John Baltes Dynamics GP, SL, NAV; Acumatica 50 WAC Consulting / Northborough, Mass. 7.10 16 48 Robert Distler Sage 100 ERP, 300, Pro; B1, ByD; NetSuite; Fund Accounting 100

Key: All revenues are FY 2012, in U.S. dollars. In cases of ties in revenue, the firm with the larger staff was given the higher ranking. A Accounting Today estimate D Part of InterDyn ByD — SAP Business ByDesign B1 — SAP Business One Sage 300 Const./RE — Sage 300 Construction and Real Estate Notes: 1. Based on estimated and published figures. 2. Revenue from earnings report. 3. Purchased Cole Systems in November 2012. 4. Merged in InterDyn CFO in August 2012. 5. Revenue includes purchases of CA Plus and Equation; does not include April 2013 purchase of Axis Global. 6. In December 2012, Aztec merged with Toutatis Client Services do Brasil SA to form TAS, of which it is now a component company; figures are for Aztec only. 7. Folded in SGS Tech Group in August 2012.

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Revenue Company / Location ($ mns) Offices Staff Top executive(s) Accounting software 51 ISM / Portland, Ore. 7.10 5 32 BJ O’Reilly Sage 100 ERP, 300, 500, X3; NetSuite 52 OmniVue Business Solutions / Alpharetta, Ga. 7.00 1 26 Jeff Pyden Dynamics GP, NAV, AX 53 CompuData / Philadelphia 6.70 1 29 Angela Nadeau Sage 100 ERP, 500; Epicor 54 Mibar Computer Services / New York City 6.60 1 29 Bart Nachimow Dynamics GP; NetSuite; AccountMate 55 Jovaco Solutions Inc. / Montreal 6.50 3 45 Jean-Claude Countu Dynamics GP 56 Altico Advisors / Marlborough, Mass. 6.50 1 30 R. Maloney / M. Kean Dynamics GP; NetSuite 57 BCS ProSoft / San Antonio 6.40 4 38 Clark Haley Sage 100 ERP, 500; Deltek Vision; NetSuite 58 WhiteOwl / Miami 6.30 3 50 Stuart Rosenberg Dynamics GP, AX; Blackbaud; Intacct 59 Britec Computer Systems / Calgary, Alberta 6.20 6 45 Roger Katarey Sage 300 ERP, X3, BusinessVision 60 Symbiant Technologies / New Brighton, Minn. 6.10 1 16 David Hutchinson Dynamics NAV 61 Sererra / Irvine, Calif. 6.00 4 50 Vijay Saha Intacct; NetSuite; SAP ByD 62 FMT Consultants / Carlsbad, Calif. 6.00 1 36 Eric Casazza Dynamics GP; SAP ByD 63 AVF Consulting / Towson, Md. 6.00 1 27 Andrew Fass Dynamics NAV; Serenic Navigator 64 ABC Computers / Waupaca, Wis. 5.90 4 40 Mark Christie Dynamics NAV 65 RKL eSolutions / Lancaster, Pa. 5.90 3 30 Joe Noll Sage 500 ERP, X3; NetSuite 66 Achieve IT Solutions / Port Jefferson, N.Y. 5.86 6 26 Tim Singleton SAP B1 67 SSI Consulting / McLean, Va. 5.60 3 25 Bill Aiton Dynamics GP, SL; Intacct 68 Kerr Consulting & Support / The Woodlands, Tex. 5.50 7 33 Dave Kerr Sage 300 ERP, X3; Fund Accounting 100; CYMA; AccountMate 69 Southeast Computer Solutions / Miami 5.50 2 25 Sonia Ferrera Sage 100 ERP, 300, 500, X3 70 Demand Solutions Group / Los Gatos, Calif. 5.43 3 35 Todd Fitzwater NetSuite 71 Accountnet Inc. / New York City 5.40 4 18 John Peace Dynamics GP, SL; Acumatica 72 InterDyn Lanac Technology / Chicago 5.31 1 22 Dale May Dynamics GP 73 Explore Consulting / Bellevue, Wash. 5.30 1 49 Steve Jones NetSuite 74 InterDyn Artis / Charlotte, N.C. 5.30 2 27 Gary Artis Dynamics GP; Intacct 75 The Resource Group / Renton, Wash. 5.20 1 26 Marty Schillaci Dynamics GP 76 Encore Business Solutions / Winnipeg, Manitoba 5.19 1 28 Brent Twist Dynamics GP, AX 77 e2b Teknologies / Chardon, Ohio 5.18 1 40 Bill and Lynne Henslee Sage 500 ERP; Epicor 9; Intacct 78 Tridea Partners / Solana Beach, Calif. 5.16 3 24 Andy Collins Dynamics GP, AX 79 Technology Mgmt. Concepts / Marina Del Rey, Calif. 5.15 1 20 Jennifer Harris Dynamics GP, NAV; NetSuite 80 Arxis Technology Inc. / Simi Valley, Calif. 5.10 4 23 David Cieslak Sage 100 ERP, 300, 500, X3; Intacct; SAP ByD 81 ERP Guru / Montreal 5.00 3 65 Martin McNicoll NetSuite 82 Queue Associates / New York City 5.00 6 45 Jeff Goldstein Dynamics GP, SL, AX 83 eSoftware Professionals / Portland, Ore. 5.00 3 25 Jody Leoni Dynamics NAV 84 Third Wave Business Systems / Wayne, N.J. 4.90 5 36 Korey Lind Dynamics GP; SAP B1, B1 On Demand 85 Eskel Porter ConsultingA / Sacramento, Calif. 4.70 1 30 John Eskel Dynamics GP 86 L Kianoff & AssociatesD / Birmingham, Ala. 4.69 1 22 Lisa Kianoff Dynamics GP; Sage 100 ERP, 500; Intacct 87 Full Sail Partners / Steamboat Springs, Colo. 4.65 4 19 Kevin O’Connor Deltek Vision 88 NexVue Information SystemsA / Stamford, Conn. 4.55 1 15 Daniel Schwartz Dynamics GP, SL 89 Raffa / Washington, D.C. 4.50 2 21 Seth Zarny Dynamics GP, SL; Intacct 90 T3 Information Systems / Washington, D.C. 4.50 1 20 Matthew Adamowicz Dynamics GP, SL 91 Atlantic DataSystems / St. Johns, Newfoundland 4.33 5 30 Derek Sullivan Sage 300 ERP 92 Delphia Consulting / Columbus, Ohio 4.20 1 30 Brian Delphia Sage HRMS 93 JMT Consulting Group / Patterson, N.Y. 4.20 2 20 Jacqueline Tiso Intacct; Fund Accounting 100 94 Brittenford Systems / Reston, Va. 4.20 1 20 Shereen Mahoney Dynamics GP, SL; Intacct 95 Applied Business Services Inc. / Gaithersburg, Md. 4.20 1 15 Maureen Williams OSAS, Traverse; Fund Accounting 100 96 Intellitec Solutions / Wilmington, Del. 4.10 2 26 Rick Sommer Dynamics GP, SL; Intacct 97 Martin & Associates / Cincinnati 4.10 1 20 Kevin Martin Dynamics GP; Sage 100 ERP, 500, BusinessWorks; Intacct 98 Micro Force Inc. / Huntington Station, N.Y. 4.06 2 16 Jim McCann Dynamics GP 99 Cornerstone Consulting / Tampa, Fla. 4.00 3 25 David Boos SAP B1; Sage Pro ERP 100 Rose Business Solutions / San Diego 4.00 3 20 Linda Rose Dynamics GP

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